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2009 SSP 31st Annual Meeting, Marriott Baltimore Waterfront, Baltimore, MD

Concurrent 4A: Going Global….

The Economic Crisis and Its Opportunities and Threats to Expanding Sales


David Charles
E-Licensing has been providing online sales services for US non-profit society publishers since 2003. David Charles’ exclusive client list includes The AMA, APS, ASBMB, ASCO, ASIP, ASN, ASPB ASPET, FASEB and Health Affairs. Before founding E-Licensing, David occupied sales management positions at Lippincott Williams & Wilkins, WB Saunders and Academic Press. A native New Yorker, David is a musician and graduate of Sussex University (UK) and has lived in France for the past 30 years.
Sarah Durrant
Sarah has spent over 20 years in the scholarly information industry. For 10 years she worked for Academic Press and John Wiley & Sons in sales and marketing, and product and business development, particularly with reference to journals. Sarah has also worked for Catchword and Ingenta, providing publishers with tailored web-based services for their online journals and other e-products. Before starting Red Sage Sarah worked for over 5 years for INASP, the development agency committed to making scholarly information accessible in developing countries. She was responsible for negotiating country-wide license agreements to 20,000+ journals from 40 of the worlds leading publishers and aggregators on behalf of 30+ countries.

In July 2007, Sarah started her own consultancy – Red Sage Consulting – providing sales and marketing, business development, training and research services to publishers, libraries and others in the scholarly information industry. To date, Sarah has provided consultancy to a wide range of commercial and not-for-profit publishers and to industry bodies such ALPSP. Sarah also provides licensing and negotiation skills training to academic libraries through UKSG.

In July 2008, Sarah also took on the part-time role of Secretary General to the Association of Subscription Agents & Intermediaries (ASA), the world-wide trade & professional body for subscriptions agents and intermediaries which upholds standards of integrity and reliability in the information supply chain.

Zsolt Silberer
Zsolt Silberer has been in the STM and educational publishing market space for over 15 years, having held product management and market development positions within Thomson, Swets Information Services, and Ebrary. He was actively involved in management consulting for the media industry in the UK and Europe. At Thomson Learning, he led the transition from print to online/interactive learning, and at ISI, he oversaw developments for the Current Awareness products, web classifications, and pay-per-view initiatives. At Swets and Ebrary, he played a key role in improving marketing and market-facing programs. At Wolters Kluwer he leads a product innovation group in the development of the electronic platforms, products and business models.